Months back I read a fascinating article on sales strategies. The most intriguing insight from the author, a seasoned sales guy and now a trainer, was
“Make your pitch and then remain silent. Do not speak. It’s a game – where the one who speaks first loses”

I have tried this in multiple interactions and it’s surprisingly works really well.

The urge to speak is almost always the urge to explain
And the urge to explain is almost always an excuse or justification.